Archive for March, 2009

Let Others Help You Sell

Monday, March 30th, 2009 at 5:10 pm  
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Let Others Help You Sell

One of the fastest ways to build new business is to farm strategic partner opportunities. Approaching other businesses that have your same ideal customer in mind and proposing ways to cross promote, is something every small business should be pursuing. I write about this often as I feel it has so much potential and there are so many creative ways to approach it.

There is one component of this strategy that is often overlooked, but I think offers some very interesting opportunities.

otherssellWhat if you went out there and looked at the other things your customers need and buy and you recruited a team of partners to give you high value samples or trial products to pair with your core offerings as a way to differentiate and sweeten the deal.

Here’s an example that I’ve seen used effectively: A graphic design firm approaches a print shop and convinces them to give 500 free business cards to each of the design firm’s logo customers. Now the design firm has something to add a little spice to their marketing message. (They can also create an affiliate relationship with the print shop for further purchases.) In this example, the print shop wins because they have very little real cost in the business card printing and, let’s face it, won’t that business get new stationary and other printed items with that new logo on it?

There are hundreds of ways to approach this and, done well, a smart marketer can greatly enhance their own core offerings, create referral relationships and add passive revenue streams.

The key is to focus on value not volume. Anyone can go out and sign up for a bunch of affiliate programs and start pumping those into the mix. Or, gather up promotional materials from other businesses to insert in the products you ship. While these approaches may offer some value, I think you can make this strategy a real winner with a little bit of creative thinking.

There are hundreds of high quality partners that would love the introduction to your customers and one of the best ways to do this is through sample products and services. Think in terms of the online model. Many online companies offer 30-60 free trials. Take this same idea out to businesses in your community and start putting together a package of products and services that turn prospect’s heads.

Some idea starters:

* Be the electrician that gives its customers a free AC checkup and one free drain unclogged
* Be the marketing consultant that offers a free product trademark review with an IP attorney
* Be the accountant that gives its customers a free IT and computer network audit
* Be the retail store that gives 10 minute massages to weary shoppers

Are you starting to get some ideas on how you might attack this? Don’t stop at one pairing, go for several ways to enhance and differentiate your products and services by adding real value from willing partners.

Article by John Jantsch of Duct Tape Marketing

Referral Marketing – The Most Powerful Form of Advertising

Thursday, March 26th, 2009 at 4:32 pm  
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Referral Marketing – The Most Powerful Form of Advertising

Practice these referral marketing techniques and your business will explode with new customers.

Business owners tell me everyday that the way they generate the most new business is through referral marketing. Yet they don’t seem to grasp the power of this statement. Few if any businesses harness the true power of referrals by making the receiving of systematic referrals a cornerstone of their marketing efforts.

First let me tell you why you need to do this.

1. Referrals are credible right from the start. When a trusted friend tells you about a business you transfer that trust to this company…even if you’ve never heard of them before.

2. People who are referred to a business tend to spend more money. Research has proven this beyond the shadow of a doubt and it is likely because people tend to refer other who are highly qualified and not just tire kickers or price shoppers.

3. Referrals are very cost-effective. In some cases free or a fraction of what you might pay in advertising costs.

In some industries, like consulting and professional services most companies are chosen solely on the recommendation of a friend.

Are you getting your referrals…if not consider these little ideas.

1. Expect to get referrals but don’t assume you will. Talk about them early and often and build them into your sales and marketing efforts…don’t wait for people to offer them.

2. Create a system. It can be as simple as advertising $20 for every referral.

3. Follow-up by phone or mail asking for referrals

4. Give every client 3 business cards. Look in your drawer you’ve got hundreds. Give them out to clients and they may just pass them along.

Referrals are essential to your business so don’t overlook them chasing the newest trend in marketing in your industry.

~~~~~
Written by John Jantsch
John Jantsch is the owner of Jantsch Communications, a marketing consulting firm located in Kansas City, Mo. He is the creator of Duct Tape Marketing, a fully-customizable turn-key marketing system. You can reach him at 816-561-3931 or john@ducttapemarketing.com

Tips For Building Business With The Effective Use Of Offline & Online Networks

Sunday, March 22nd, 2009 at 3:09 pm  
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Tips For Building Business With The Effective Use Of Offline & Online Networks

You could be forgiven for thinking there was a battle being fought between offline & online networks with some of the messages from organisations in both camps. The reality is that the online networks give us a really effective tool for supporting our offline business networking activities. They only do that, however, if we go about both activities strategically.


1. Get comfortable with how networking works

“All things being equal, people will do business with, and refer business to those people they know, like and trust.” (Bob Burg).

Business Networking is about finding other business people who operate in similar markets to you. Then helping them and building relationships to earn that trust so don’t expect instant results. Like anything worthwhile, networking takes time and application. Take the time to develop relationships and create a network. Don’t expect to walk into a room of strangers or simply post a profile online and come away with business – it just doesn’t work like that!

2. Develop a plan

“It pays to plan ahead it wasn’t raining when Noah built the ark”

If you don’t know where you are going with your networking how can others help you?
Answer the following:
- what is your target market?
- what are the problems you solve for them?
- how much business are you looking to generate via word of mouth?
- how much time can you devote to your networking activities?
Identify others likely to have access to your target market
- how do you get to know them?
- how can you help them achieve their goals?

When you can answer these questions you are have the basis of a networking plan which you can begin acting on right away.

3. Identify the people you already know, like & trust

The cornerstone of your networking activities should be the people you have already done business with. Colleagues, Customers and Suppliers. Invest time in these important relationships. Meet up with them and find out if there is anything you can do to support them.

4. Identify the offline networks to join

If your existing network is not big enough to generate enough word of mouth to achieve your plan then find a couple of networks to join. Ask yourself who else is likely to have access to and influence with your target market. Then find where they network and join those groups. Take the time to get to know the members and the ways you can help – support, information & introductions. When asked present your proposition confidently & consistently – your target market, the problems you solve and your stories.

5. Show a genuine interest in other people

“You can close more business in two months by becoming interested in other people than you can in two years by trying to get people interested in you.” So said Dale Carnegie – and it’s true.

Become an active listener and see how you can help the people you meet. By being aware of their needs you can connect them to people in your network. This will involve asking open questions. People usually find the most interesting subject is themselves! Make it easy for them to expand their answers rather than just replying with a “Yes” or “No”. For example “That’s interesting, how do you do that?” They will remember you for listening attentively to them! Be prepared to talk to strangers and have an interesting story.

6. Always follow up contacts

When you meet someone at an event follow up with a simple e-mail or telephone call confirming where you met and what action, if any, was agreed. Connect them to others & any helpful information. Prompt follow ups are essential! Find out which online networks they use and connect with them if you are also a member.

7. Identify the online networks to join and start a blog.

Your blog is the cornerstone of your online presence & is the place you build your reputation. It can be on your website or a free service like blogger, wordpress or similar. Use your blog to share your stories, hints, tips, & insights and use twitter to share these too. Find out which online networks your influencers and target market use and join a couple. Use the network tools to find the people you already know and connect with them online. Post a profile that is consistent with your personal brand and contribute.

8. Make online contacts and build relationships first

Contribute to online conversations and share your knowledge and connections. Make contact with like minded professionals. Networking is not about selling – it’s about building relationships. The best business is developed when both parties know, like and trust each other. So take the time to get to know them and establish rapport.

9. Arrange contact meetings

You’ve established rapport with someone you’ve met at a networking meeting or had good online interactions. It looks as though they might know your target market. How do you take things forward? Simple, meet with them for a coffee and start getting to know them. What makes them tick, what are their successes, their aspirations, their skills and experiences. what they are looking for? See if you can connect them to one of your contacts?

10. Develop Networking Advocates

A networking advocate goes out of their way to recommend your goods and services without being asked or expecting anything in return. Take time to develop the relationships with key members of your network. Go out of your way to connect them to key members of your network and introduce them to people who might benefit from their services. Become an advocate for them. And, guess what? What goes round comes round. People will eventually become advocates for you – and this is where the networking dividend really pays out!

Finally, in the immortal words of Woody Allen: “80% of success is showing up!”

Good Networking!
Written by Dave Clarke